My prime prospect is showing me their child pose. That’s code speak for “I’m not paying
attention now, so don’t bother me.” The
silence is deafening. What are my
options?

1. Get busy with some loud broadcasting activity? You
know, blast them with all the channels including the phone, email, texting and social
media. Sure, I can wake them up and
force them to engage with me!

2. Hoover
over them and watch to see if their current position shifts in the slightest. At that point I could quickly swoop in and
hijack their attention before they nod off again.

3. Monitor and listen; wait for them to wake and
regain their focus. Use the downtime to reevaluate
the environment and determine what type of content would be more relevant.

That
last option is really hard for a sales and marketing person like me to consider. It’s hard to wait, listen and reflect when
you are action-oriented. And what’s with
the short attention span? Prospects seem
to enter the child pose so quickly! Of
course the idea of creating more content to build interest and keep the
prospect engaged always feels childish and is exhausting.

So, under the banner of satisfying unmet needs, education and
thought-leadership let the “do not call,” “unsubscribe” and “unfollow” risks be
dammed. After all, I need to pitch my
solution by getting the word out because I have a sales funnel to fill. And so the unsolicited pitches start to crank
up the noise.

Except I’m not the only one pitching out there. Everyone seems to think they are unique, but all the approaches follow the same old templates.

What is your Unique Selling Proposition?

Contact Alan See CMO Temps, LLC at alansee@cmotemps.biz

When Ted Turner was asked for the secret to success, he said; “Early to
bed, early to rise, work like hell and advertise.” That’s not something that marketing people
can bet their careers on anymore. We
live in a relationship-based economy.
Your prospect is looking for transparency, trust, relevance and
engagement. It’s time to step-back and
listen.

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